Using Sales Design Thinking™, authors Mark Donnolo and Michelle Seger address how to provide leadership to meet sales teams and customers in their situations, rather than applying quick fixes to retain sales team members through this time.
There are endless issues that keep sales people, managers, and our organizations from getting the value from CRM they could. And we waste even more time complaining and whining about those issues.
If we are to maximize the success of our people, we have to make sure they understand our “intent.” That is, what is our vision and purpose, what are our strategies and priorities
We must be vigilant about time available for selling. We must eliminate anything that doesn’t contribute to the ability of sales people to engage customers in meaningful, high impact conversations. But we must be cautious…
So what concerns me is how you made your number….
We want to be flexible, nimble, able to adapt to the circumstances, leap on an opportunity, respond quickly. We abhor process since that constrains our
Forecasting is important to our business, we spend a lot of time (often too much) on forecasts. But too often, we get forecasting wrong. Some
Human beings are always looking for the secrets to success. Somehow, we want to believe there is the “one thing” that drives success. In sales
I was meeting with a client, we were doing the first pipeline review as part of their implementation of the Sales Execution Framework. Pipeline reviews
I sit with management teams discussing Sales Execution Discipline and the importance of a regular coaching and review cadence. Inevitably, during the discussion, one manager
I’ve been writing a lot about our Sales Execution Framework and a “Back To Basics” approach to sales management and selling. These articles have generated
You probably think this is a trick question, the answer is obvious, isn’t it? Be careful before you respond too quickly…… Now, I’ve got you
Recently, I was speaking to a number of sales execs. We were talking about how to improve the performance of their teams. One manager in
Too often, our sales coaching, if we do it, really misses the mark. We tend to look at things the same way, coaching our people
Valuable Takeaways from CSO Insights – Sales Performance Report About this webinar Hear Seleste Lunsford, Chief Research Officer at CSO Insights, discuss the findings from
It’s that time of year. Many senior sales execs are starting their planning for next fiscal year. Inevitably, the commission plan becomes part of the
Too often, as executives look to improve sales performance, they look to doing something new or different. It may be adopting a new methodology, new
It may be that time of year. or maybe I’m just more aware of it, but it seems that too many sales managers are focused
A friend and I were sharing our experiences in forecast meetings. Each of us has participated in hundreds of these